The Revenue Formula
This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Raul Porojan, together they look at the full funnel. With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast. If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
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Most teams obsess over new business and ignore the people already paying them. That blind spot is killing retention, bloating acquisition costs, and making growth harder than it needs to be. In this episode, Toni sits down with Mallory Lee, a three time VP of Revenue Operations, to unpack why Customer Success is still
Most teams think the answer to growth is simple. Add more. More markets, more products, more layers, more plays. The layer cake approach. It almost never works. It adds complexity, drains focus, and breaks what was already working. In this episode, Toni Holbein and Personio's Koen Stam talk about a better path. Instead
Most misses in sales are baked into the plan before the year even starts. In this episode, Toni talks with Scott Domareck, a four-time VP of Sales who’s been through every phase of growth, exit, and burnout imaginable. Together, they break down the hidden mistakes that ruin annual planning long before execution begins.
AI in go-to-market is mostly bullshit. In this episode, Toni talks with Koen Stam, a senior sales leader at Personio and creator of GTMOS. They break down where AI is actually helping in sales, marketing, and customer success, and where it’s falling apart. They talk about why “AI SDRs” don’t live up to the pitch, why o
Everyone dreams about taking their company global. But most teams have no idea how hard it really is. In this episode, Toni sits down with Shantanu and Koen from Personio to talk about why expanding into new markets can easily sink your go-to-market strategy. They’ve both helped companies like Gong, LinkedIn, and Perso
Most companies still hire salespeople wrong in 2025. They rely on resumes, gut feeling, and vague interviews instead of testing real skills. In this episode, Raul and Toni explain why that approach fails and how to replace it with a system that actually works. They break down a practical process to identify what you re
